National Sales Manager

Job Title

National Sales Manager

Requisition

JR000015060 National Sales Manager (Open)

Location

Melbourne, Australia

Additional Locations

Job Description Summary

The National Sales Manager (NSM) is accountable for leading the sales team, developing and executing the product portfolio strategic sales plan. The role entails demonstrating leadership and team management capabilities, sales and business development, compliance to Australian industry regulations, internal and external stakeholder management, collaborating with cross-functional teams and financial reporting. The NSM will lead the key opinion leader engagement strategy for the Australian business.
The Sales Manager will be an active member of the local Leadership Team, who set the overall strategy for the Australian affiliate.

Job Description

Essential Functions

• People leadership and development of the product sales team
• Coach team on selling skills to achieve sales excellence
• Recognize and reward the team based on agreed targets and outperformance
• Recruiting, training, and developing sales personnel. Ensuring the team has the skills and knowledge to succeed, including ongoing training and coaching
• Be part of the Australian management team and actively contribute to the cross-functional meetings with Marketing, Clinical Specialists, Operations, and Medical
• Track, analyze, and implement plans to ensure sales performance
• Communicate targeted results to key stakeholders through team calls, summaries, and quarterly reviews
• Financial acumen/reporting - strategic sales forecasting processes and report on monthly performance, with deep insight into individual account drivers and restraints
• Responsible for sales revenue, strategy, and implementation
• Analyze the existing data, to grow existing accounts and create a new customer base, and network of product champions
• Develop sales strategies which foster growth for the product across our on-label indications
• Building and maintaining strong relationships with healthcare professionals: this includes clinicians, procurement teams, and other key stakeholders
• Lead and create the key opinion leader (KOL) engagement and professional education strategy in conjunction with Marketing and MedicalIdentify, develop, and manage KOL networks across CV surgery and NICU
• Be the bridge between Marketing and Sales to ensure the marketing strategy is implemented in the field
• Gather and provide market insights back to the Marketing Manager to assist in refining the strategic direction for the product
• Sales force effectiveness - develop key account plans, hold the sales team accountable to KPIs and specific initiatives as set out in our Australian plan, adoption of Veeva by the field team
• Ensure that the Sales team have up-to-date and detailed account plans including tracking of activities and performance against targets
• Develop role-plays at internal Sales meetings to drive clinical selling in the field
• Organize and attend relevant conferences and industry meetings to continually enhance market and industry knowledge
• Collaborate with International Marketing and Sales leadership teams to optimize cross-regional initiatives and best practices
• Ensure the team is compliant with their promotional activities and is up-to-date with compliance training

Minimum Requirements

Education / Experience / Skills:

• Bachelor degree in Business, Life-Science, or related area
• Minimum of 8 years’ experience working in Commercial or Sales/Marketing functions in healthcare
• Excellent understanding of the local healthcare market and established networks in place
• 2 plus years in a people leadership position with experience working with global, matrixed reporting lines
• Experience in Critical Care/ ICU is desirable but not essential
• Proven ability to analyze and discuss in detail medical and scientific data
• Clinical selling capability, following a patient centric approach
• Prior experience leading professional education / key opinion leader strategic plans
• A strong record of sales performance and success
• Enthusiastic, dedicated and solutions orientated
• Strong communication skills combined with the confidence to work at the senior management level
• Strategic thinker and operationally effective
• Excellent interpersonal skills and ability to work as a team and remotely
• Ability to travel as required

Organizational Relationship/Scope:

This position reports to the General Manager, Australia, and has two direct reports. This position works closely with all functional areas, locally and internationally E.g. Marketing, Medical, Customer Service, Clinical Service, Technical Service, Finance.

Working Conditions:

The Sales Manager position is Field/Office based. The incumbent will be required to travel within Australia (60% of the time).

Disclaimer:

The above statements are intended to describe the general nature and level of work being performed by employees assigned to this classification. They are not intended to be construed as an exhaustive list of all responsibilities, duties and skills required of employees assigned to this position.

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